Maintaining client loyalty is one of the primary challenges of modern companies. Competitors create state of the art centers aimed at streamlining company-client communication channels. On the one hand, this allows for reducing operational costs, while on the other hand it increases client satisfaction. What can a salesman do in this area?

When we want to increase our sales, we look to expand to new markets, improve the skillset of our sales force or do more research of our target customers. Of course those are all the right things to do as it is self-improvement. However, what is worth considering is whether or not our perception of sales is distorted by myths, which might hinder us to see what is possible or impossible in the difficult...

We often blame the poor sales results on a bad market, the quality of sales leads, and aggressive competition. Or maybe the real reason lies in us salespeople? It is worth regularly analysing unsuccessful transactions to make sure you don’t repeat the same mistakes.

A large volume of orders can lull many a salesperson into a false sense of security. This can result in loss of ‘sales humility,’ which is often replaced with something like: “I have so many clients that I don’t have to worry about anything.” And that's the beginning of the end - that is, unless you are aware of what prospecting is and why it should play a permanent role in your sales activities.

Your potential customers are interested only in how you can help them achieve their desired result. That’s what will make your offer stand out.

What does it mean to be a successful salesperson? Does it mean making a lot of phone calls, spending a lot of time searching for potential customers, or having an enormous number of meetings with clients? Acutally, nothing of the sort.

The fact that not everyone is cut out to be a salesman, makes a lot of them unsuccessful, which leads to a negative ripple effect and a bad reputation of salesmen throughout the market. It is always easier to blame one’s lack of success on the clients, the products, the company or the industry, rather than admit that the effort was inadequate or insufficient. However, the market is filled with successful...

They used to say, ‘sell or die.’ Today we more often say, ‘make yourself stand out, then let the customer do the buying.’ This new direction in sales is both more optimistic and a little scary at the same time. While for years we have mainly studied‘hard’ techniques for making sales, we haven’t managed to develop soft skills to get to know both ourselves and the people we sell to. Emotional intelligence...

Price is one of the main elements which determine whether the customer decides to buy a specific product. How can you present prices in order to convince the customer to buy? Here are a few examples of how to achieve positive customer perceptions through appropriate price presentation.

More and more often, we hear that in order to achieve strong sales, we need to build a large and strong network of contacts - to have people whom we can call and who can call us if they need advice, information, recommendations, or just a push in the right direction. So how do we build contacts which will create the social capital from which we can reap some profit?

Getting a new client doesn’t mean they will stay with you forever. Holding the client using provisions in the sales agreement isn’t a good solution either. What can you do to ensure that the business relationship you’ve built lasts for a long time and allows you to build a healthy business based on predictable income?